Mark Jewell's Blog: Selling Energy, page 47

How to Maximize Your Online Networking

One of the keys to successful networking is knowing exactly who you want to target ahead of time. You have to visualize your dream prospect. 

How to Help Your Customers Regain Their Financial Footing

One way to sell in our current environment is telling customers how energy efficiency will help them regain their financial footing. More specifically, if you consider for a moment the three buckets of benefits, you’ll realize that all of those utility-cost-financial, non-utility-cost financial, and non-financial benefits can really help a business prevail despite the rough sailing they may have endured recently.

Deputizing and Motivating Everyone to Sell

A good question to ask yourself is who in your organization—other than your traditional salespeople—interacts with your prospects and customers. What would happen if you deputized those non-traditional sales roles to boost your business development?

Skills for Becoming a Power Couple

One of the biggest transitions for people last year was the new reality of working from home, and what’s more, sharing your work space with a spouse or partner. Couples are working alongside each other more often than before, which introduces a bunch of advantages as well as challenges. How will that transition play out in the long run?

Weekly Recap, December 25, 2022

"A good conscience is a continual Christmas."
– Benjamin Franklin

Here are our sales-enhancing tips from this week's Selling Energy Blogs...

How to Start an Effective Negotiation

Many folks think that effective negotiation is all about carefully premeditated strategy and confident presentation skills. In fact, it’s much more about rapport... about fostering truly bilateral communication. Unfortunately, studies show that we spend only 45% of our time listening and retain less than 25-50% of what we hear, and that our listening skills decrease with age.

Is Your Prospect Waiting for Energy Compliance?

I was asked about prospects who say “no” to efficiency because of a misplaced emphasis on energy compliance.  Their specific question was, “How do you convince a prospect to explore and invest in efficiency when their boss is just preoccupied with meeting local energy-efficiency benchmarking requirements?”

Setting S.M.A.R.T. Goals

Entrepreneur Jim Coudal once said, “The reason that most of us are unhappy most of the time is that we set our goals—not for the person we're going to be when we reach them—we set our goals for the person we are when we set them."

How to Present to a CEO

CEOs are typically “what” and “why” decision-makers, so chances are that if they ask you a question during your meeting, it will be something along the lines of “Why do we need to do this?”

How to Land a Meeting with a C-Level Executive

Getting a meeting with a CEO, CFO or anyone else at the C-level can be challenging.  I can tell you that you’re not going to get to them by using a fake ID badge or sneaking past the gatekeeper. However, you will by making a thoughtfully crafted and genuinely compelling case for a meeting.